Sales Leadership Demands
The are significant demands on a sales leader and managing these demands takes skill and expertise.
Data Insights
Data literacy and market intelligence are essential in making informed decisions and maintaining a competitive edge by prioritizing insights.
Coaching & Mentoring
Coaching, mentoring, and collaboration across the organization empowers the entire business to deliver on success and achieve greater outcomes.
Leadership Expertise
Strategic vision, tech-savvy skills, and transformative leadership build a culture of accountability, success, and trust to achieve outstanding results together.
Conflict Management
Strong communication skills and emotional intelligence are imperative to manage and lead through the dynamics of conflict and to navigate with empathy and clarity.
Team Management
Effective team management fosters collaboration, productivity, and a positive work environment by setting clear goals and facilitating open communication.
Commercial Strategy & Expertise
Cultivate a deep understanding of the market, customer needs from deep research, and the competitive landscape to close business and drive revenue.
Negotiating
to Win
Effective communication, building rapport and trust, active listening, authenticity, and ability to find common ground is critical to negotiate for mutually beneficial outcomes.
Board and C Level Management
Drive sustainable revenue growth through customer acquisition and retention, healthy financial metrics like ARR, Rule of 40, customer lifetime value, and responsible risk management.
Talent
Acquisition
Strong employer brand that highlights company culture and values, strong competitive compensation and benefits, and a positive candidate experience during recruitment is critical.
Strategic Decision Making Process
What is the MIDAS framework?
Why is it important to a Sales Leader?
The framework is a process that aids in decision making success done through a cycle of continuous monitoring and adjustments to maintain alignment across an organization.
Exploring MIDAS Framework
Continuous observation and collection of data relevant to organizational goals, culture, environment.
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Requires tracking KPIs, market trends, and internal processes.​​
Analyze data collected to derive meaningful insights that can be leveraged.
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Identify patterns, understand implications, and assess potential impacts on org.
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Based on insights, decisions are made regarding strategic direction or operational changes.
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Evaluate options, consider risks, and select action.
Once a decision is made, implement with specific steps or tasks.
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To get desired outcome, focus on execution planning, allocating resources, and ensuring all steps are completed.
Maintain the improvements or change.
Continuously monitor results, make adjustments where necessary, and ensure the results/ benefits are sustained over time.
BUILDING SUCCESS
Seller Fitness KPIs
Forecasting Accuracy
Full Funnel
Weighted Funnel (WF)
WF Probability
Pipeline Velocity
CRM Hygiene
Top 10 Direct
Top 10 Partner
Discounting Trends
New Business / Logo
Upsell
Cross Sell
Expansion
Contract Term
By building Seller Fitness KPIs, teams are able to track and measure their progress and probability in meeting short and long term quota goals. This visibility showcases the health of the pipeline; and ultimately the success in meeting the sales goals.
The pipeline tracks the progress of each lead in every stage of the sales cycle in the buyer's journey - from a lead to becoming a customer. Knowing the appropriate initiative, approach, campaign, collateral or event that should be applied at every given stage is imperative to pipeline velocity and hitting goals.
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Understanding Seller Fitness KPIs allows sales teams to track their progress in real-time and adjust their forecasts accordingly. By using a combination of forecasting accuracy, sales funnel, and pipeline, sales teams can have a comprehensive view of their performance and ensure they are always achieving their goals.
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Sellers wonder why all the tracking, indicators and charts. Click below for the details.